Mark Jewell's Blog: Selling Energy, page 192

Quantify and Monetize

If you read my last two blog posts (see “Pursuing Energy, Part One” and “Pursuing Energy, Part Two”) you know that people are motivated by a wide range of energy drivers. 

Pursuing Energy, Part Two

Today, we’ll continue with more drivers for energy improvements beyond the most obvious “saving energy” or “saving money.”

Pursuing Energy, Part One

Many people invest in energy measures to save energy and/or money. While these are both great reasons in and of themselves, believe it or not there are plenty of people out there who are not motivated by either one of these drivers. 

The Challenger Customer

I often extol the virtues of being a Challenger, but what if I told you there was a lot to be gained from pursuing the biggest fish in the sea? 

Weekly Recap, January 6, 2019

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs...

How to Talk to People

One of my first recommendations for dealing with prospects is doing your research.  Going into a meeting and deciding to “wing it” can only get you so far, and frankly, it often leads to suboptimal results.

The Circle Back

One of the most important parts of the sales cycle remains overlooked.  It’s imperative that you “circle back” to every one of your customers and ask them how it went. 

The Older Building Excuse

Every now and then you’ll hear the objection that it’s too hard to make older buildings energy efficient.  I think that's one of the silliest objections I've heard for a couple of reasons, and after thirty years in the business and hearing just about everything, I’m happy to offer some of my favorite ways to address this objection. 

Our Best Blogs of 2018

The goal of Selling Energy’s blog is to provide daily/weekly sales-enhancing tips, inspiration and news on upcoming courses that will motivate you to become a more successful sales professional. Today, let’s take a moment to review the most popular blog posts from 2018.

Invest in Yourself. You Deserve It.

U.S. universities offering psychology degrees outnumber those offering sales degrees by a factor of 6 to 1. Meanwhile, sales-related jobs outnumber psychology-related jobs 93 to 1. Most MBA programs offer no sales-related courses at all, and those that do offer a single course in sales management (which certainly doesn’t teach someone how to sell).